If you are in the B2B business, your top accounts need special treatment, because they hold the key to your growth now and in the longer term. Good Key Account Management (KAM) techniques include understanding of customer priorities, challenges, buying behaviour and stakeholder relationships, to name a few.

CRM Systems provide a great foundation for managing leads and opportunities and have an inherent emphasis on new business.  However, to keep growing your key accounts, or even defend your turf, you need a strong KAM methodology and a platform that makes this methodology intuitive to execute on, analyse and govern.

Meet our experts Christian and Gopal, who will introduce to you some of the most effective KAM principles and show you how you can adapt your CRM to make the methodology a part of your sales organisation’s DNA.

Meet your Host, Christian Wettre 

Christian Wettre is the General Manager for Sugar Sell and Sugar Market at SugarCRM, committed to helping customers grow revenue and improve processes related to sales and marketing. A dedicated professional with a team mentality, he strives every day to make a difference for customers.

Meet your Co-Host, Gopal Vaidyanathan

Gopal Vaidyanathan is Senior Vice President at Ambit Software, and a sales methodology practitioner and coach helping customers with CRM evaluation and solutions to streamline their internal processes and increase ROI.